Online Search and Product Rankings: A Double Index Approach

Abstract

We develop a flexible yet tractable model of consumer search and choice, and apply it to the problem of product rankings optimization by online retail platforms. In the model, products are characterized by an observable search index, which governs what consumers search; and a utility index, which governs which of the searched options is purchased. We show that this framework generalizes several commonly used search models. We then consider how platforms should assign products to search ranks. To optimize consumer surplus, platforms should promote “diamonds in the rough,” products whose utility index exceeds their search index. By contrast, to maximize static profits, the platform should favor high-margin products, creating a tension between the two objectives. We develop computationally tractable algorithms for estimating consumer preferences and optimizing rankings, and we provide approximate optimality guarantees in the latter case. When we apply our approach to data from Expedia, our suggested ranking achieves both higher consumer surplus and higher revenues than is achieved by the Expedia ranking, and also dominates ranking the products in order of utility.

Keywords: consumer search, rankings, online platforms